Sat.Dec 14, 2019 - Fri.Dec 20, 2019

The 14 Customer Retention Strategies You’ll Wish You’d Have Implemented A Year Ago

Baremetrics

I don’t know about you, but it pains me to see customers cancel. Every time I see the notification in Slack, I get a sick feeling in my stomach. Why are customers canceling? How do we reduce churn? What can we do to improve retention?

5 Predictions for 2020

Tom Tunguz

Here are my 5 predictions for 2020. The direct listing becomes the standard way for startups to go public in 2020. The idea has been proven by Slack and Spotify, and many others will follow. Most startups at IPO have plenty of cash and don't need to raise more in the public markets. The direct listing enables them to go public without raising capital. The M&A market continues to surge. Software M&A in 2019 reached about $170B up from $136B in 2018, up 25%.

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SaaS security: how to protect user data as a SaaS | Profitwell

ProfitWell

Security is a primary concern in today’s SaaS market. In the past decade, there’s been a fundamental shift in how companies do business online, and many customers still don’t trust or understand the changes that have occurred. Building credibility as a cloud-based business is harder than ever.

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The SaaS Trends You Need to Know for 2020

OpenView Labs

As you race to close the books on a hopefully successful 2019, it’s worth stepping back and considering what the future will hold for B2B software. OpenView’s experts weighed in with their predictions across product, sales, marketing, pricing, corporate development and talent. What do you think?

Debt Financing Fuels Your Growth - on Your Terms. Zero Dilution.

The landscape of startup financing is changing. Learn why SaaS founders are turning to debt capital options like revenue-based financing.

3 Mistakes SaaS Companies Make When Defining Buyer Personas

Cobloom

If you want to sell your SaaS product, you need to understand your buyers. If you want to understand your buyers, you need to develop buyer personas. Simple, right? For a simple product sold B2C, maybe. But for you, a unique software-as-a-service business, selling B2B? Not quite.

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What are the biggest mistakes new founders make when they start a business?

SaaStr

Q: What are the biggest mistakes new founders make when they start a business? My list: Not budgeting 24 months to get to a viable business. Most founders assume 6–8–12 months is enough. It almost never is, especially in B2B/SaaS.

5 Interesting Learnings from HubSpot as It Approaches $1 Billion in ARR

SaaStr

We kicked off our 5 Interesting Learnings series with “newer” SaaS companies for the most part, and learnings as they IPO’d: 5 Interesting Learnings from PagerDuty, as It IPOs. 5 Interesting Learnings from Slack at $700m in ARR. 5 Interesting Learnings from Zoom. As it IPOs.

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Getting your first 100 customers with SalesFlare Co-Founder Jeroen Corthout

Predictable Revenue

There are countless milestones on the road to startup success: the spark of a new idea, hiring the first members of your team, fundraising. startup growth can be a wild ride.

SaaS Company Benchmarking: Leveraging Metrics for Performance Insights

OPEXEngine

In the many years I’ve worked with SaaS companies, I continue to observe a surprising lack of standardization of SaaS metrics and performance reporting. My experience reinforces the fact that SaaS business model variants and approaches to measuring performance via metrics are still very much undefined. This is true even though selling software on a subscription basis has been around for well over 20 years. The Value of Benchmarking.

Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

Time to Value: Customer Success Best Practices to Help Your Customers Grow

Totango

Your customers are working with you because your company’s products and services are valuable The quicker you can deliver that value, the more likely you are to build trust and loyalty with customers.

10 Sales Trends & Predictions for the Future of Sales in 2020

Sales Hacker

It’s that time of the year again! Time for Sales Hacker’s annual Top 10 Sales Trends and Predictions for the Future of Sales in 2020. This year also marks the 5th year of my predictions posts! Wow, time flies. It’s been a fun ride, and I still feel like we’re just getting started.

How to Interpret and Use Clickmaps to Improve Your Website’s UX

The Daily Egg

To use the info in a clickmap to improve your website experience and effectiveness, you have to know how to interpret what you see. The post How to Interpret and Use Clickmaps to Improve Your Website’s UX appeared first on The Daily Egg. Conversion Testing User Experience

The Impossible to Inevitable Audiobook is out!

SaaStr

Are you already a fan of the Impossible to Inevitable book? You’re in luck. The audiobook has been released and we’ve saved a few FOR FREE just for our readers. Read more to find out how! Impossible Goals, Inevitable Successes.

The Magic of Intent: Start Knowing The Goals of Your Users

Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando

It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.

7 Top RevOps Webinars from 2019

InsightSquared

This year at InsightSquared, we covered a variety of topics in our webinars, from RevOps process and rep coaching to marketing attribution and pipeline management.

The Top 10 Posts of 2019

Tom Tunguz

It's been an incredible year and one I'm grateful for. The most gratifying thing writing this blog is the feedback from readers who say the content is useful. That's the goal. Thank you for making this so much fun and deeply rewarding. These are the top posts of 2019 with some commentary and behind the scenes notes on each. 365 = 37.7 - The idea behind this post is that small, daily improvement leads to huge compounding gains. A 1% daily improvement yields a 37x improvement in a year!

CRO Made Easy: How to Drive Offline Conversions

The Daily Egg

As we wind down Q4, it’s important to take the opportunity to plan out how you can hit the ground running at the start of January 2020. Conversion rate optimization (CRO) should be a part of that plan.

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The 8 Biggest Mistakes First Time Founders Make After $50K MRR Or So

SaaStr

Q: What are the biggest mistakes first time founders make after $50K MRR in SaaS? A partial list of the ones I see all the time (and mistakes I made myself): Not having a VP/Head of Marketing in place.

Encouraging Innovation in an Established Product Culture

Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies

Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"

What Makes a Good Sales Pitch? (What We Learned from Analyzing 500 Sales Calls)

Sales Hacker

What makes a good sales pitch? During my 15-year career in sales development, I’ve built and seen many sales pitches. I’ve also been pitched by numerous salespeople — some good and some bad. So what separates the good from the bad?

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The Big Ideas Fintech Will Tackle in 2020

Andreessen Horowitz

This post first appeared in the a16z fintech newsletter. To receive this monthly update from the fintech team, sign up here.

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Why your organization needs a mobile CRM strategy

Teamgate

It is no longer new that a vast proportion of internet users is fast migrating from the use of desktops to smartphones or mobile devices. This means that the demand for real-time information to be accessible and available from anywhere is on the high side.

Six Lessons on How to Build a Platform that Fuels an Ecosystem with Plaid (Video + Transcript)

SaaStr

Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. But how do companies gain secure access to that data in the first place? Enter the platform company.

Embedding Operational Reports: Everything Product Managers Should Know

Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics

Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.

How to Create a Knowledge Base: Building Self-Service for Customer Support

Groove HQ

Learn how to create a knowledge base from the ground up that your customers will love. The post How to Create a Knowledge Base: Building Self-Service for Customer Support appeared first on Groove Blog. Customer Support

Why we’re investing in Snackpass

Andreessen Horowitz

Andreessen Horowitz is partnering with Snackpass for its Series A, where we’ll be working with co-founders Kevin Tan, Jamie Marshall, and Jonathan Cameron.

7 ways to create urgency in B2B sales (and close deals faster)

Close.io

When selling SaaS products to businesses and enterprises , how can you move the sale ahead when a prospect is stalling? What can you do to accelerate the sale and close the deal sooner? There are essentially three ways of creating urgency in SaaS sales. Limited alpha.

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SaaStr Podcasts for the Week with Outreach and OverView — December 20, 2019

SaaStr

292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine.

Your 2-Part Metrics Audit for High-Value Products

Speaker: Sam McAfee, Product Development Consultant, Startup Patterns

You know what they say: what's measured improves. As product managers we're in a golden age of being able to get all sorts of metrics and run all sorts of experiments. But what are your measurements and analytics focused on? Are they really truly objective? Do they contribute to the ultimate vision of your product? And is everybody clear on that vision? Join Sam McAfee, Product Development Consultant, as he takes you through a two-part measurement audit. First, you'll learn how to make sure your measurements actually align with your product strategy. And second, you'll learn how to evaluate your culture of using measurements, so future experiments will more consistently provide high-value results.